Vormetric's new channel boss to introduce two-tier channel

Chris Smith plans to draft in a distributor

Data security provider Vormetric’s new EMEA director of channels, Chris Smith, has set out plans to introduce a two-tier model to the company’s UK and European channel.

The company already works with Exclusive Networks in Spain and Portugal, according to the distributor's website, but sells solely through its current reseller base across the rest of EMEA, as well as operating a high-touch sales model for some larger deals. Vormetric's website indicates that the company has 13 reseller partners across the region.

Joining Vormetric from Fortinet - where he managed top systems integrator partners - Smith spoke to CRN about his plans to introduce a distribution model into the company, first in the UK – where he is also planning on signing up around 15 resellers - and then moving onto the rest of Europe in the next 12 months.

He said: “I don’t want to rush in and sign up all these partners and distributors, I think it has to be a controlled process. I am currently talking to four or five distributors and am hoping to make an announcement by the end of the month.

“I don’t envisage us having 300 resellers, I don’t think we are of the size to support too many. I am looking for people that have an appetite to work with us not just someone who wants to sign our reseller agreement.”

Smith continued that he wishes to appoint one distributor in the UK, and is looking to bring in a partner that will be able to help Vormetric single out the resellers that work within security, know encryption and are a suitable fit for its channel.

Vormetric – which competes with the likes of SafeNet and Protegrity - protects businesses’ data using such methods as data encryption and key management. The vendor says it operates within the finance, healthcare and US retail markets, but Smith added that it is open-minded about working with anyone who wants to protect their data.

He concluded: “We are going to grow the business significantly, we are on track to have the best quarter we have ever had globally by a long way. Our growth will be a chicken and egg scenario. Once we have closed some big deals, get our name and brand out there and people understand our technology better it will go from there. We are targeting 100 per cent growth year-on-year."